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ICP Definition
Who your best customers actually are — not who your deck says they are. We rebuild the ICP from real closed-won data, industry pattern, and buyer behavior. You end with a shorter list, closing at a higher rate.
We find out why — and fix it in the order that matters.
Growth advisory for scaling companies. A subsidiary of Arivo Group.
If any of these sound like your quarter, we should talk.
Usually it's not one thing. It's the order you're solving them in.
We work on the parts of the commercial engine that most consulting engagements skip — the ones that decide whether growth compounds or stalls.
Who your best customers actually are — not who your deck says they are. We rebuild the ICP from real closed-won data, industry pattern, and buyer behavior. You end with a shorter list, closing at a higher rate.
The words your prospect uses inside their own head — and how to say them back. We build positioning that survives contact with your sales floor and messaging that closes, not just impresses. Your team stops improvising in every call.
The stages that reflect how the buyer actually decides — not the pipeline that looks pretty in the CRM. We structure discovery, qualification, and closing so every deal moves for a reason. Your forecast stops being fiction.
How you actually reach the buyer — channels, motions, sequencing, and the numbers behind them. We design GTM plans that survive the first three months of execution, not just the board presentation. Your growth story becomes a plan, not a hope.
Every engagement runs through the same three phases. What changes is where each company is stuck — and which lever moves the needle first. We work in the order that compounds, not the one that impresses.
What's actually happening in the funnel — not what the CRM shows. We look at closed-won, closed-lost, cycle time, and rep behavior. We find the leak before we prescribe the fix.
The order of operations that actually moves the numbers. ICP first if the funnel is misfed. Process first if it's leaking mid-stage. Positioning first if the deals stall in evaluation. We fix it in the order that compounds.
We work with your team through implementation — not from a deck. Weekly working sessions, real artifacts (not slides), and follow-through until the numbers move. We stay until it works.
The order matters more than the tools. That's the whole method.
We've been on both sides of the sale — running the org that carries the number, and advising the founders trying to build one. That's the difference you'll feel in every conversation.
Three decades of executive sales leadership at Dell and HP across the Americas, Europe, and Asia — VP and GM of global product lines with billion-dollar P&L responsibility. Multi-industry entrepreneur (insurance, commercial real estate, salons & spas). Speaker in more than 25 countries.
LinkedIn ↗Four decades of insights and enterprise GTM across technology (HP, Dell, IBM, Intel), SaaS, and global markets. Formerly SVP at TNS and Global Account Director at Kantar. Oxford PPE, Bayes MBA. Long-standing partner on startup advisory engagements.
LinkedIn ↗Most of our work has been with B2B technology companies. The hardest part is rarely the product — it's that the commercial engine was built for a market that no longer exists, or was never defined in the first place. We've seen that same pattern in industries that look nothing alike.
The industry changes the vocabulary. It rarely changes the diagnosis.
Through Arivo Investments we hold positions in early- and growth-stage B2B software companies. We don't write a check and step back — we advise these teams too.
Our clients have included two early-stage venture funds.
Not startups looking for their first customer. Not Fortune 500s running a five-year transformation. The middle — where the commercial machine either scales or stalls.
Short email, real context. If we're a fit, we'll get on a call to look at what's actually happening in your funnel. If we're not, we'll tell you — and often point you to someone who is.
A short email with context about your company, stage, and the number you're trying to move gets a thoughtful reply within two business days.